The Art of Connection

Pullen, Courtney
June 2002
Journal of Financial Planning;Jun2002, Vol. 15 Issue 6, p32
Academic Journal
The article proposes some ideas on how financial planners can establish their relationship with clients. Most financial planners would agree that there is value in developing a good relationship with a client, but how is where the controversy begins. There are many complex variables to consider and little agreement on how to apply the right lever at the right time. Purpose is defined by what we deeply care about; it is larger than our goals. Concerns are anything that may hinder or impede our purpose. The more we can relate to our clients' purposes and concerns, the more successful our work will be. The beauty of this approach is that it transcends technique and the style or temperament of the client or the planner. In the process of collaboration, there is a need to trust two things, namely, the conversation and oneself. We often think that conversations occur in our minds. This actually inhibits communication, confusing a communication with rumination. In fact, good conversations occur between people. They create the outcome together. A clear way for transforming a conversation is to return to the three laws of communication. Finally, to establish and develop dynamic client relationships, one needs to be willing to show up in the conversation with a genuine goal for communication at deep levels.


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